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Smart Ideas. Solution Based. Welcome. Working for You. Healthcare Market. Recap 2004 – Plan 2005 Market Share GTM Segmentation Business Issues GPO Updates Design Issues AAHID Success Stories. Recap 2004. Incoming - Record year

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Welcome

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  1. Smart Ideas. Solution Based. Welcome Working for You.

  2. Healthcare Market • Recap 2004 – Plan 2005 • Market Share • GTM Segmentation • Business Issues • GPO Updates • Design Issues • AAHID • Success Stories

  3. Recap 2004 Incoming - Record year - $27.4M - 93% of plan - 17% growth over 2003 Shipments – Record year - $25M – 85% of plan - 6% growth over 2003

  4. Region 1 Recap District PlanActual% of Plan Corbett 1.4 1.9 142.0% NY 1.5 1.3 87.0% Maloney 0.8 0.6 66.0% Hinman 1.9 1.0 51.0% Corb (NY) 0.3 0.2 53.0% Strack 0.8 1.0 125.0% Rier 0.5 1.0 206.0% Al/TN 0.9 1.2 141.0% N FL 0.7 0.7 103.0% S FL 0.4 0.5 111.0% Total 9.4 9.4 100.0%

  5. Region 2 Recap District PlanActual% of Plan Neid/Mah 2.6 3.5 134.0% Fairburn 2.2 2.0 93.0% Binford 0.7 1.2 169.0% Kashwer 0.3 0.0 5.0% St. Germain 0.8 1.2 147.0% Thomason 1.4 1.0 74.0% Turner 1.2 1.2 103.0% Lowe 1.2 0.6 47.0% Jones 0.8 1.2 150.0% Healy 1.0 1.5 145.0% Sliger 1.0 0.5 52.0% Total 13.2 13.9 106.0%

  6. Region 3 Recap DistrictPlanActual% of Plan Arnold 1.0 0.5 53.0% Zimmerman 1.5 0.7 49.0% Frantz 1.8 1.4 82.0% Matusow 0.7 0.1 20.0% Canter 1.4 0.8 59.0% Total 6.3 3.6 58.0%

  7. Top Selling Products Incoming • Perth $2.5M • Flex $2.3M • Daybed $2.2M • Briar $1.6M • Versa $1.5M • Engage $1.4M

  8. Market Share • Herman Miller • Hill-Rom • Steelcase • Nemschoff • HON • KI

  9. Contract Magazine KI ranked #2 in Healthcare Furniture • Nemschoff • KI • Brayton • Kimball • Herman Miller • Wieland • Brandrud • Steelcase • Hill-Rom • Softcare

  10. Plan 2005 • $26.9M • 8.0% growth over 2004 • Market Segmentation • Continued Curriculum • NeoCon • Healthcare Symposium • Healthcare Design • GPO Conferences • AAHID

  11. Market Segmentation • Focus on Tier 1 and Tier 2 • Leverage KI strength in education market and existing relationships • Identify GPO – emphasis on Novation and MedAssets • Key growth states – CA, CO, TX, FL, VA, GA

  12. Business Issues Top 3 Issues Facing Hospital CEO’s • Financial challenges – “Biggest worry is the budget!” • Uninsured – 45 Million (16%) • Workforce shortage Source: American College of Healthcare Executives

  13. Financial Challenges • Supply Chain • One Source • GTM – client’s choice • Standardization • Knowledge and commitment • GPO

  14. Capital Expenditure • Hospital CFO’s - increase capital spending average of 14% per year over the next 5 years • Emphasis on technology • 8 out 10 projects involve expanding capacity • Increase ED capacity 51% • Increase OR capacity 50% • Add specialty units 38% • Increase lab capacity 35% • Increase bed capacity 35% • Add new outpatient center 35% • Expand outpatient facilities 34% • Build a new hospital 23% Source: Healthcare Financial Management and Price Waterhouse Coopers.

  15. Construction Outlook 2005 - $26.3 billion – 5.2% increase 2006 – $27.9 billion – 6.0% increase 2007 - $29.9 billion - 7.2% increase 2008 - $31.7 billion – 6.0% increase 2009 - $33.4 billion – 5.4% increase 2010 - $35.1 billion – 5.1% increase Source: Centers for Medicare and Medicaid

  16. GPO Updates • Novation and MedAssets – market against Nemschoff (Lifetime warranty) • Premier – RFP Q1 • Broadlane – new contract

  17. Design Issues • Private Room – Acuity Adaptable – Point of Care – Patient/Family Centered • Bariatrics • Paperless/Wireless • Healthcare Practitioners • Females of household key decision makers for healthcare • Design catering to the “boomer” mindset • Emphasis on education • Luxury Units • Infection Control (Cyrpton/Gore)

  18. Bariatrics • CDC estimates 65% of American adults are overweight. BMI > 25 • 31% are obese. BMI > 30 • 15% of children are overweight • BMI = (Weight lbs./ (ht inches) (ht. Inches)) x 703 • Nurses Health Study – 60% of nurses overweight • 10% lobby • 20% in Cardiac units • Solutions: AGI and KI Heroic

  19. Private Room • 2001 Guidelines for Design and Construction of Hospital and Healthcare Facilities (New edition 2006) • Patient preference – privacy • Reduced noise, ambarrassment • Improved quality of sleep • Opportunity for family members to stay and participate in the healing process • Reduced rate of medical errors, falls • Infection control

  20. AAHID • American Academy of Healthcare Interior Designers • Houston-based nonprofit – July 2004 • Vision – Certification Board of choice in assessing and qualifying the knowledge, skills and abilities of healthcare interior designers • Specialists in field of healthcare design. • NCIDQ support • Advisory Council • 50 founding members – April 2005 • www.aahid.org

  21. Success Stories • Karla Boles – Baylor University Medical Center • Dayla Nelligan – Inova Health System • Deb Morris – Lakeland Regional Medical Center • Susan Binford – St. Francis Hospital and Health Centers • JJ Reis – William Beaumont Hospital

  22. Karla Boles • Baylor University Medical Center • Tier 1 – 948 beds • $700K • Timeline: 1 year • A&D: In-house • Fulfillment: Dealer • GPO: Novation • Competiton: Hill-Rom, Carolina, Brandrud • Decision Criteria: Aesthetics, design, function

  23. Dayla Nelligan • Inova Health System • Tier 1 – 820 beds • $700K • Timeline: 2 years • A&D: Wilmot Sans • Fulfillment: Dealer • Competition: Herman Miller, David Edwards, Hill-Rom, Carolina, Nemschoff, Brandrud • Products: AGI/KI • GPO: MedAssets • Decision Criteria: Family of products, ease of maintenance, field replacability

  24. Deb Morris • Lakeland Regional Medical Center • Tier 1 – 655 beds • $500K • Briar patient room • Timeline: 1 year • A&D – HML Design • Fulfillment: Direct through DR • Competition: Carolina and Stryker • GPO: Novation • Decision Criteria: Function, Design, Finish and Family of Product

  25. Susan Binford • St. Francis Hospital and Health Center • Tier 1 – 434 beds • $600K • Timeline: 2 years • A&D Firm: Lohr Design • Fulfillment: Direct through DR • Product: AGI and KI • Competiton: None • Decision Criteria: Relationship, Budget

  26. JJ Reis • William Beaumont Hospital • Tier 1 – 967 beds • $500K • Timeline: 2 years • Product: Sleepchair –special Perth arm • Competition: Brayton, Patrician, Wieland • Fulfillment: Dealer • Decision Criteria: function, price, customization

  27. Thank You WORKING FOR YOU

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